Opportunity Discovery for Partner

Security for Small Business

General Conversation Starters

Security is top of mind for small business, and it’s driving a growing, global market, rich in recurring revenue. Don’t just sell products. Win and increase your profitability by selling security business value and a scalable platform approach from Cisco.

How many different security vendors are you managing today?
Are any of your security products integrated?
Can your firewall talk to the rest of your security ecosystem?
Tell me about your endpoint security. What’s in place for your mobile workforce?
Do you have any concerns about employees’ passwords being stolen or compromised?
How do you get visibility into devices accessing your data and applications?
Can you protect yourself from traffic your current firewall can’t see?
If a cyber-attack was to occur, where would you start?
When is the last time you had a security health check?
What’s most important to you when it comes to protecting your business?

Product Family Duo

Opportunities

Focuses on reducing risk, achieving compliance and improving total cost of ownership
Emphasizes security efficacy
Security teams are often at the executive table and are a decision maker
Interested in consolidating security products and reducing spend

Value

Easily meet compliance requirements for user authentication and access controls
Mitigate risk of credential theft out‐of‐date and bring your own devices (BYOD)
Amplify security ROI by securing user and device access to sensitive data
Consolidate your MFA, SSO, MDMs to lower TCO

Conversation starters

What are your company’s critical apps? How do you protect access to them?
How is the user experience with your current access security solution?
How do you get visibility into devices accessing your applications?
What is your BYOD strategy? How do you enforce BYOD policies?
How do you prevent out‐of‐date devices from accessing your sensitive applications?

Product Family Umbrella

Opportunities

Customers who want to reduce cybersecurity infections, get a foundational layer of security on and off network
Customers who need a solution that is simple to deploy and easy to manage and shows results fast
Customers who need to speed incident response

Value

Reduce malware by 75%
Reduce remediation time by 50% or more
Enforce acceptable web use policies (web filtering)
Rapid deployment for immediate time to value

Conversations Starters

Did you know >90% of malware uses Domain Name Server in attacks?
Ransomware attacks are rising for [insert industry]. Did you know an organization will fall victim to ransomware every 14 seconds?
How do you protect against [x] threat? x = ransomware, malware, cryptomining, phishing
How do you protect devices when they are off the company network?
Are you mining your DNS data for better visibility to internet threats? Why not?

Objection handling

Umbrella offers 100% business uptime and is proven to reduce malware by 75% or more
Some customers report 100% reduction in ransomware (e.g. Avril)
85% of users see value within <1 day, over half in less than 1 week
1⁄3 of all data breaches could be stopped with DNS-layer security